Supporting the IBM Community, One Partnership at a Time

IBM Business Partners are forced to adapt and deal with new challenges from our retail customers. We are pressed to look beyond our offerings, into the channel, to provide an all-in-one solution. Acknowledging these demands, Retail Tech, has spent the last 12 years working with other’s and Business Partners to create a total solution for our customers.

The current point of sale market environment contains a number of possibilities (mobile payments, traditional check out, self-checkout, and customer service centers). It is the vendors responsibility to provide the complete solutions for their customers. Most partners cannot provide every part of the solution when considering product sourcing, integration, delivery logistics, on-site requirements and continuing support after the roll out is complete. Retail Tech, on the other hand, lives our mission, “Create Your Ideal POS Solution,” by recognizing that each retailer has different requirements when responding to their individual needs. As strategic partners, we must acknowledge and take advantage of each others services and value-adds.

Retail Tech has carefully constructed a business strategy to address all components of a complete solution delivery system. We expanded and extended our offerings not only to end users, but more importantly, we have found many IBM Business Partners that require our services to supplement their area of expertise. Aside from selling point of sale hardware, Retail Tech now offers a variety of services that range from depot and advanced repair programs, integration and staging, and asset disposal services within EPA guidelines. To facilitate implementation of these offerings, Retail Tech has invested in major expansions over time. Our repair area has grown to 4 times the original size, with overall warehouse space reaching 120,000 sq. ft. In addition, our integration area has a capacity to produce 100 + systems per shift. With these upgrades, Retail Tech has facilitated the project management and space for large integration projects on behalf of others and their customers. We can custom-load any software onto IBM Hardware and drop ship in one, check stand ready box. This offer is attractive for any ISV or Business Partner who requires additional assets, time, space and personnel to perform all of the end user requirements themselves.

In seeking to enhance our business by working with retailers and partners, Retail Tech continues to remain vigilant to the ever changing retail environment and social demands. IRUG will help our company maintain that focus by continuing to help us solve these business challenges.

IRUG: Adapting Through the Ages

An IBM Retail User Group Member since 2003, with a representative on the board for the past 3 years, Retail Tech is extremely passionate about the IRUG Association. The IBM Retail User Group originally began as an assembly of retailers meeting to solve common technology implementation problems. While this is still a foundation today, IRUG also has brought in Associates Members (Vendors) to exhibit and provide solutions and alternatives while focusing on future needs of the retailer. Mobility, PCI compliance, EMV implementation, coupons, self-checkout and IBM futures are examples of IRUG leadership in the retail space. Beyond providing an exhaustive list of technology implementations, members support the organization through exhibiting, providing content for elective technical training sessions, and helping sponsor the annual conference and events. Similarly, the IRUG Association explores business opportunities with other partners and associations (NRF and ARTS).

This was the case with last year’s IRUG Innovation Award winner, selected by the retail members. While performing the project management duties for the retailer, the major business partner pulled together the hardware and software suppliers to build a full service team through Business Partner relations. The entire project was finished in record time, on schedule, and under budget. IRUG affords the medium to sort out applicable complementary partnerships as our reliance on these relationships continues to grow.

Business Partners are also recognizing a greater pressure from both the customer and IBM. While retailers want to minimize their points of contact to deliver the “complete solution,” IBM is looking to their channel for more support. Vendor management is now expected of a major supplier for sourcing, coordinating, and delivering all or most products required in the complete solution. IRUG membership supports this continued initiative on behalf of both IBM and the retail customers.

Headed to IBM Retail User Group in May? Read this article in The Partner Pavilion to learn more about what makes Retail Tech a Premier IBM Business Partner, and why we are your best choice for both new and refurbished IBM products.

In this issue of the POST, the “Partner Pavilion” is pleased to highlight Retail Tech; one of the long term associate members of the IBM Retail User Group. It is fitting and appropriate the User Group highlight the contribution of the associate members to the success and longevity of the organization. Today, Steven Biccum, Marketing and Sales Support Director, Retail Tech, Inc. serves as an associate director on the IRUG board. Over the years, as the organization grew, their focus broadened to include the diversified POS and in-store platforms. It was this diversification, and the introduction and inclusion of associate members like Retail Tech that broadened IRUG’s contribution to total retail solution. Today IBM retail business partners like Retail Tech comprise a large segment of the membership.

Committed from the Start

For the team at Retail Tech, the focus has always been on customer service. From the time Bob Spinner and Cindy Bauer, two industry-focused entrepreneurs, had the idea to begin a point-of-sale (POS) company offering a low-cost alternative to new POS equipment and parts, they had their mission in mind: to provide quality, low-cost hardware solutions with a rapid response. That mission, customer commitment and incredible level of service has allowed Retail Tech to evolve into a full-service POS company. Comprising more than 100 years of industry experience amongst the team, Retail Tech’s customers are receiving a level of service and support that enables them to be successful and economically stable. Retail Tech’s objective is simple: to provide quality IBM pointof-sale equipment to its customers. An objective every member of the Retail Tech teams takes to heart.

Growth, Expansion Bring Continued Success

To be sure, Retail Tech’s growth in the industry has been significant – that team of two has grown to include more than 40 dedicated employees, focused on delivering sales, financing, marketing and technical support to customers in the retail, supermarket, hospitality, and food service industries, while also providing POS parts and depot repairs and maintenance parts acquisition and sales. And what was a 15,000-squarefoot facility in the beginning has grown to 220,000-square-feet. Retail Tech takes the security of its facility very seriously, having implemented a comprehensive access control system complete with badge readers, guest escorts and vendor badges, as well as a monitoring system that includes video surveillance and off-hour security systems. Additionally, the company has instituted an asset security system, protecting all data, including its RTI IT systems and requiring user authorization. Through its continued and consistent growth, Retail Tech has been able to expand its business base, by adding new business segments, such as supermarkets and specialty stores. This enhanced focus allows Retail Tech’s customers to broaden their technology offerings to ensure they are equipped with a POS solution that can help them be more efficient. As a strategic IBM Business Partner, Retail Tech is able to outfit its customers with new hardware solutions, helping them to extend their current offerings and fulfilling any new requirements. Retail Tech provides upgrades to its customers’ base units and peripherals. Retail Tech is continuously looking at ways to enhance its own offering by partnering with other IBM Business Partners to deliver hardware, software and services. This enables both partners to grow their business, focus on their core competencies and ensure the retailers’ needs are met.

New Relationships, Great Opportunities

Retail Tech’s business has been transformed due to its unique relationship with IBM. In 2002, Retail Tech was awarded the IBM/IGF (IBM Global Financing) POS Consignment Vendor contract. Further proof of Retail Tech’s commitment to IBM and its customers, is the number of certifications the company holds, including IBM Maintenance and IBM Authorized Warranty Service Provider (POS). Retail Tech is a member of RSPA, the Retail Solutions Provider Association, as well as a Symbol/Motorola Business Partner, Epson Envision VAR/Top Tier Partner and an authorized Panasonic Reseller. Retail Tech is an IBM Business Partner and sells all of the current Retail Store Solution POS products. Retail Tech was awarded the IBM Market Growth Achievement Award in 2007 and in 2008 The Sales Leadership Award, underscoring its dedication to growth, superior service and support.

Strong Partnerships Bring Continued Growth

While the economy has certainly hit the industry hard, the need for superior products, service and support remains unchanged. To that end, the company has not waivered in its delivery of industry-leading products, services and solutions. By listening to its customers and meeting their needs, Retail Tech has not only continued to grow, it has actually strengthened its relationships with its customers. No doubt, strong partnerships and established relationships bring success to all involved. It is the involvement and support of associate members like Retail Tech and many others that bring value and benefit to the retail members of IRUG.